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- Faculty Publications (226)
- January 2021 (Revised March 2021)
- Supplement
Juno (C): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021...
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Keywords:
Decision Making;
Decision Choices and Conditions;
Decisions;
Cost vs Benefits;
Judgments;
Education;
Higher Education;
Finance;
Borrowing and Debt;
Strategy;
Adaptation;
Alignment;
Negotiation;
Agreements and Arrangements;
Negotiation Deal;
Negotiation Offer;
Negotiation Participants;
Negotiation Process;
Negotiation Tactics;
Negotiation Types;
Financial Services Industry;
Education Industry;
North and Central America;
United States;
Massachusetts;
Boston
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised March 2021.)
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding...
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Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.
- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the...
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Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
- 2020
- Book
Dealmaking: The New Strategy of Negotiauctions
Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
Subramanian, Guhan. Dealmaking: The New Strategy of Negotiauctions. 2nd edition. New York: W. W. Norton & Company, 2020.
- April 2020 (Revised June 2020)
- Case
Oriental Land Co., Ltd.—Tokyo Disney Resort
By: Ramon Casadesus-Masanell and Akiko Kanno
This case describes the history of Oriental Land Co. Ltd.’s (OLC's) Tokyo Disney Resort (TDR), its operations, the extent of vertical integration, and the challenges it faced in 2018 as OLC's chairman and CEO, Toshio Kagami, contemplated how best to deal with...
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Keywords:
Strategy For Multi-business Firm;
Business Models;
Growth;
Theme Parks;
Disney;
Disney Parks;
Licensing;
Royalties;
Two-part Tariffs;
Oriental Land Co.;
Tokyo Disneyland;
Tokyo DisneySea;
Tokyo Disney Resort;
Tokyo Disney;
Growth Strategy;
Hotels;
Hotel Industry;
Partnership;
Development;
Attractions;
Rides;
Urayasu;
Kagami;
Congestion;
Pricing;
Amusement Parks;
Amusement Park Industry;
Brand;
Branding;
History;
OLC;
Corporate Strategy;
Competitive Strategy;
Business History;
Price;
Retention;
Growth and Development;
Growth and Development Strategy;
Brands and Branding;
Agreements and Arrangements;
Contracts;
Operations;
Vertical Integration;
Problems and Challenges;
Partners and Partnerships;
Business Strategy;
Expansion;
Rail Transportation;
Transportation Networks;
Accommodations Industry;
Entertainment and Recreation Industry;
Tourism Industry;
Asia;
Japan;
Tokyo;
United States
Casadesus-Masanell, Ramon, and Akiko Kanno. "Oriental Land Co., Ltd.—Tokyo Disney Resort." Harvard Business School Case 720-460, April 2020. (Revised June 2020.)
- 2019
- Article
Go-Shops Revisited
By: Guhan Subramanian and Annie Zhao
A go-shop process turns the traditional M&A deal process on its head: rather than a pre-signing market canvass followed by a post-signing “no shop” period, a go-shop deal involves a limited pre-signing market check, followed by a post-signing “go shop” process to find...
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Keywords:
Go-shop Process;
Mergers and Acquisitions;
Negotiation Process;
Negotiation Deal;
Performance Effectiveness;
Technological Innovation
Subramanian, Guhan, and Annie Zhao. "Go-Shops Revisited." Harvard Law Review 133, no. 4 (February 2020): 1216–1279.
- February 2020 (Revised January 2022)
- Case
Getting Brexit Done
By: Alberto Cavallo
In the early hours of Friday, December 13, 2019, a triumphant Boris Johnson, the UK Prime Minister, stood in front of his supporters and declared, “We did it – we pulled it off, didn’t we? We broke the deadlock, [. . .] we smashed the roadblock. [. . .] This election...
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Keywords:
Economic Integration;
Brexit;
Economics;
Trade;
Political Elections;
Government Administration;
Policy;
Negotiation;
Globalized Economies and Regions;
Problems and Challenges;
European Union;
Europe
Cavallo, Alberto. "Getting Brexit Done." Harvard Business School Case 720-023, February 2020. (Revised January 2022.)
- October 2019 (Revised January 2020)
- Case
John Branca: Negotiating Michael Jackson's Thriller (A)
By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom.
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Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
- 2019
- Article
Pay-for-Monopoly?: An Assessment of Reverse Payment Deals by Pharmaceutical Companies
By: Sana Rafiq and Max Bazerman
Abstract
Over the past eighteen years, pharmaceutical firms have developed a blueprint to impede competition in order
to maintain their monopoly profits. This scheme, termed pay-for-delay, involves direct or indirect payment of
money from a branded-drug manufacturer...
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Rafiq, Sana, and Max Bazerman. "Pay-for-Monopoly? An Assessment of Reverse Payment Deals by Pharmaceutical Companies." Journal of Behavioral Economics for Policy 3, no. 1 (2019): 37–43.
- 2019
- Chapter
Appraisal after Dell
This essay presents new data on appraisal litigation and appraisal outs. I find that appraisal claims have not meaningfully declined in 2016 and that perceived appraisal risk, as measured by the incidence of appraisal outs, has increased since the Dell appraisal in May...
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Subramanian, Guhan. "Appraisal after Dell." Chap. 10 in The Corporate Contract in Changing Times: Is the Law Keeping Up? edited by Steven Davidoff Solomon and Randall Stuart Thomas, 222–243. University of Chicago Press, 2019.
- Article
Handshaking Promotes Deal-Making by Signaling Cooperative Intent
By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive...
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Keywords:
Handshake;
Cooperation;
Affiliation;
Competition;
Negotiation;
Nonverbal Communication;
Negotiation Participants;
Behavior;
Communication Intention and Meaning;
Negotiation Deal
Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
- February 2019 (Revised January 2020)
- Teaching Note
Renegotiating NAFTA
By: Laura Alfaro and Sarah Jeong
On January 16, 2020, the Senate passed a landmark trade deal that would replace the 26-year-old North American Free Trade Agreement (NAFTA). Until the United States-Mexico-Canada Agreement (USMCA) was signed, considerable debate had surrounded it. The new agreement...
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- February 2019 (Revised November 2023)
- Case
Rent-a-Center/Vintage Capital
By: Guhan Subramanian and Caeden Brynie
Christopher Korst, General Counsel for Rent-A-Center (RAC), looked at the time. It was late in the evening on December 17, 2018, yet no notice of extension had come from Vintage Capital. In June, Vintage had agreed to buy RAC for $15 per share in cash, amounting to...
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Subramanian, Guhan, and Caeden Brynie. "Rent-a-Center/Vintage Capital." Harvard Business School Case 919-031, February 2019. (Revised November 2023.)
- February 1, 2019
- Article
What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919
By: Deepak Malhotra
On December 13, 2018, UK Prime Minister Theresa May met with her European counterparts in an attempt to renegotiate the “Brexit deal” she had reached with them only weeks earlier; the deal was facing harsh criticism and almost certain rejection at home. Perhaps only...
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Malhotra, Deepak. "What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919." Harvard Business Review (website) (February 1, 2019).
- September 2018
- Supplement
Advent International: Kroton Investment
By: Victoria Ivashina, Priscilla Zogbi and Ruth Kostas
Keywords:
Private Equity;
Acquisition;
IPO;
Valuation;
Education;
Distance Learning;
Turnaround;
Growth;
Exit;
PE;
Buyer;
Middle-class;
Low Income;
K-12;
Entrepreneur;
Family Business;
University;
College;
Consolidation;
Fragmentation;
Penetration;
Value;
Shares;
Control;
Negotiation;
Equity;
Transaction;
Board;
Majority;
Minority;
Post-secondary;
Leverage;
Campus;
Deal;
Shareholder;
Tag Along
- September 2018
- Case
Advent International: Kroton Investment
By: Victoria Ivashina, Ruth Kostas and Priscilla Zogbi
Keywords:
Private Equity;
Acquisition;
IPO;
Valuation;
Education;
Distance Learning;
Turnaround;
Growth;
Exit;
PE;
Buyer;
Middle-class;
Low Income;
K-12;
Entrepreneur;
Family Business;
University;
College;
Consolidation;
Fragmentation;
Penetration;
Value;
Shares;
Control;
Negotiation;
Equity;
Transaction;
Board;
Majority;
Minority;
Post-secondary;
Leverage;
Campus;
Deal;
Shareholder;
Tag Along;
Brazil;
Latin America
Ivashina, Victoria, Ruth Kostas, and Priscilla Zogbi. "Advent International: Kroton Investment." Harvard Business School Case 219-035, September 2018.
- August 2018 (Revised April 2021)
- Case
The Fuji-Xerox Merger
By: Guhan Subramanian and Annie Zhao
In January 2018, Xerox, a well-known American digital document firm, convened its board of directors to decide whether to approve a merger with Japanese imaging company Fujifilm. Activist Xerox shareholders were suing to halt the transaction, and documents unearthed...
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Keywords:
Mergers and Acquisitions;
Negotiation Deal;
Negotiation Process;
Corporate Governance;
Law
Subramanian, Guhan, and Annie Zhao. "The Fuji-Xerox Merger." Harvard Business School Case 919-002, August 2018. (Revised April 2021.)
- July 2018
- Case
Financing Anghami's Growth
By: Ramana Nanda and Eren Kuzucu
In December 2012, less than two years into the founding of their music-streaming platform Anghami, cofounders Elie Habib and Eddy Maroun found themselves evaluating an unorthodox term sheet. Habib and Maroun needed to make a decision vis-à-vis the proposal put forth by...
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Keywords:
Growth;
Startups;
Copyright;
Business Startups;
Business Model;
Music Entertainment;
Decisions;
Technological Innovation;
Venture Capital;
Internet and the Web;
Growth and Development Strategy;
Financial Strategy;
Product Marketing;
Product Launch;
Product Development;
Expansion;
Digital Platforms;
Agreements and Arrangements;
Valuation;
Decision Making;
Middle East;
Lebanon
Nanda, Ramana, and Eren Kuzucu. "Financing Anghami's Growth." Harvard Business School Case 819-033, July 2018.
- June 2018 (Revised February 2019)
- Teaching Note
Home Nursing of North Carolina
By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
In 2011, immediately after graduating HBS, Ari Medoff began a self-funded search for a small firm to buy and run as its CEO. After just three month of searching, he identified Home Nursing of North Carolina (HNNC), a home care agency based in Greensboro, NC, as a...
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- May 2018 (Revised February 2019)
- Teaching Note
Greg Mazur and the Purchase of Great Eastern Premium Pet Foods
By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
Teaching Note for HBS No. 211-085. Greg Mazur (HBS 1997) identified a small firm, Great Eastern Premium Pet Food, in December of 1998 that fit his search criteria and decided to offer the seller a cash price of $1.2 million plus an earn-out equal to 1% of revenue over...
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